Leading With Commercial Insights
Today most marketing and sales organizations consider the core of their job to be creating a crisp value proposition that clearly shows how their solution is better than the competitors. This is important but today empowered customers more and more seek “good enough” solutions. They won’t always pay for your superior solution and value proposition, […]
Why “How” Beats “What” in an Era of Sales Disillusion
Let’s face it. Sales is hard. According to research from Gong.io, over the past seven years, average VP of Sales tenure has shrunk from 26 months to 19 months. What’s more, Salesforce Research states that 57% of sales reps expect to miss their quotas this year. Why is this? Technological innovation is changing everything at […]
The Future of Sales: Supporting a Fairer, More Sustainable World
Have you ever been to a crowded buffet at an “all inclusive hotel” and been overwhelmed by the experience? Between the people jumping in and out of lines and the extensive number of low quality options, the meal just doesn’t live up to what you expected. Today’s sales and marketing really isn’t much different. The […]
Thriving in the Age of the Customer
Empowered customers are changing the market fundamentals for virtually every industry, forcing companies to reinvent their strategy and operations. Gartner Research reports that 89% of companies expect to compete mostly on the basis of customer experience. But according to Forrester, with only 5% of organizations feeling that they have mastered digital to a point of […]